TRUST: Don't Leave Home Without It

Here are three principles you can follow to develop trust:

1. Show that your interests are the same. People trust others who serve their interests. What does this mean for salespeople? Always focus on your customers’ needs as opposed to your own. Clients don’t care about you and your situation. They care about what you can do for them.

2. Demonstrate concern for others. Do the right thing, even if you do something counterintuitive. What does this mean? Be willing to walk away if your solution is not a good fit. Share information you’ve heard from others, even if the news is bad. Someone needs to report what’s really going on. Be a trusted truth-teller.